Industry AI Sales Specialist (f/m/d)

Industry AI Sales Specialist (f/m/d)

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

   

HPE has always said that “the world we be hybrid!”. The mega trend of data and AI is making customers challenge their cloud strategy and consider on prem / hybrid deployments for HPC, data and AI workloads. This is an incredibly exciting time to join a dynamic and rapidly growing team where you can play a key role in understanding the needs of our customers and enabling them to deliver their mission critical AI initiatives.

In a typical day as Industry AI Sales Specialist you:

• Develop and implement a sales strategy for Industry HPC, Enterprise AI and Service Provider
• Focus on liaising with a broad range of customer personas from IT decision makers to Data Scientists and ML Engineers in existing HPE customers and/or new logos for HPE
• Lead with AI Factory strategy and portfolio
• Articulate HPE’s point of view in mega trends such as Generative AI/Agentic AI, Data and Hybrid Cloud.
• Based on advisory led approach, shape customer decision making criteria and guide to HPE’s differentiation portfolio (Industry HPC and AI Factory full stack: workload optimized infrastructure, cooling options, software stack, consulting services and aaS)
• Develop a deep understanding of, and effectively articulate, the HPE AI-at-Scale offerings and value propositions
• Develop pursuit plans and manage pipeline
• Establish a professional, working, and consultative, relationship with the prospect, by developing a core understanding of the unique business needs of the prospect within their industry.
• Drive proposal development, negotiations, and deal closure
• Maintain knowledge of competitors in account, to strategically position the HPE’s HPC/AI solutions and HPE GreenLake Platforms
• Interface with both internal and external/industry experts to anticipate prospect needs
• Constantly focus on outbound prospecting/pipeline generation to ensure long-term success
• Partner with AI Excellence Center, Enterprise Account Managers and local Go-to-Market teams to define winning strategies
• Achieve attainable quota on quarterly and annual sales objectives

If you are…

• Good at partnering, innovating, and making things happen? Good start, you are aligned to our core values!

If you have these Skills, Expertise, Attitude and Education…

• Work in an international business environment: externally, with customers in multiple countries and HPE internally, in a global GTM organization.
• University or Bachelor's degree
• Ability to translate industry vertical requirements into HPE differentiating portfolio
• Advanced sales experience ideally in the Data Science and AI environment
• Demonstrated ability to prospect, develop and close complex sales in enterprise accounts
• Challenger Sales attitude (Utilise customer insights to tailor messages, take control of the selling and create constructive tension)
• Demonstrate sales grit and determination
• Capable of engaging in both technical and business conversations at multiple levels of the organization, including Director/C/VP level across IT and AI/Machine Learning
• Eagerness to develop deep knowledge and continuous learning of technology and industry trends as well as competitor's offerings
• Understanding the role of AI/ML and HPC related personas and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
• Ability to build thought leadership and perform trusted advisor role with customers around HPC, Data and AI
• Experience working in a dynamic international environment with interfaces to competency centers, product management, etc.
• Translates product knowledge into prospect's added business value.
• Ability to take a deal through the sales cycle including closing or supporting the close of a deal
• Ability